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Live Recruiting Breakdown
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Focus on Recruiting
00:00:43
Speaker
Today we're going to be talking about the big R word, recruiting, and you're going to hear exclusive live footage in the field of me recruiting.
00:00:51
Speaker
So let's jump into it.
00:00:53
Speaker
My name is Taylor Armstrong.
00:00:54
Speaker
I'm your host.
00:00:55
Speaker
We are here to help you close more deals, generate more leads and referrals.
00:00:59
Speaker
And today we're also going to help you recruit more people on your team.
00:01:02
Speaker
Excited to dive into today's podcast.
00:01:04
Speaker
If you are new, welcome to the show.
00:01:07
Speaker
We are dropping episodes every Tuesday and Friday, coming at you free and available on Spotify, iTunes, Apple, wherever you can find your podcasts.
00:01:17
Speaker
And appreciate everyone that has shared the show, that has left reviews.
00:01:22
Speaker
It is greatly appreciated.
00:01:23
Speaker
And before we get into the content today, remember we are on our last days to get your discount to SolarCon.com.
00:01:30
Speaker
go there's a link in the show notes below go click it you're going to use the code solarpreneur you're going to get exclusive uh access to some bonuses from over here at solarpreneur to our uh community you're going to get access to that along with a great discount
00:01:47
Speaker
So go get in on that and we look forward to seeing everybody here at SolarCon coming up in April.
Recruiting Experiences and Mistakes
00:01:53
Speaker
So today's episode, we're talking about something that I have not talked about in a while and I'll be honest, I have not really been actively recruiting much.
00:02:03
Speaker
My recruits pretty much just all came from people reaching out to me.
00:02:07
Speaker
And it's not something that has been much of a focus, unfortunately.
00:02:12
Speaker
And that's on me because really we should all be trying to grow our teams.
00:02:16
Speaker
We should be trying to spread our influence and recruiting is a massive part of that.
00:02:21
Speaker
So recently I have been doing more interviewing, been trying to get people on our team.
00:02:26
Speaker
So if you want a great team to be a part of in San Diego, here's my plug.
00:02:30
Speaker
Hit me up.
00:02:31
Speaker
We'll get you an interview.
00:02:32
Speaker
I can't promise you a job, but I can promise you an interview.
00:02:35
Speaker
So come check it out.
00:02:37
Speaker
And specifically, if you are in California, we've got a great plan for Net Meter 3.0 coming out.
00:02:43
Speaker
So if you are not feeling confident in your ability to sell with batteries or your ability to transition to NetMuting 3.0 in California, hit me up.
00:02:52
Speaker
We're going to be still moving forward like a freight train selling everyone we talk to.
00:02:57
Speaker
That's how we do it.
00:02:58
Speaker
So hit me up.
00:02:59
Speaker
Let's talk.
00:02:59
Speaker
Okay, but purpose of this show is not to recruit you to my team.
00:03:04
Speaker
That's not why we're doing this podcast.
00:03:05
Speaker
It is to bring free value and to help you in your solar journey.
00:03:09
Speaker
So let's talk about the big R word, recruiting.
00:03:11
Speaker
So like I said, I have been doing interviews recently and the big mistake I made just recently, if you ever interview people, don't do this.
00:03:20
Speaker
Learn from my mistake.
00:03:21
Speaker
I got an interview sent to me.
00:03:23
Speaker
We did the little phone interview.
00:03:25
Speaker
We're talking.
00:03:26
Speaker
It was on camera.
00:03:27
Speaker
Okay.
00:03:27
Speaker
Make sure you get these people on camera.
00:03:29
Speaker
You want to see how they are.
00:03:30
Speaker
If you're not doing it in person, make sure you are doing like
Sales vs. Recruiting – Key Differences
00:03:33
Speaker
a zoom or I think we use Google meet.
00:03:35
Speaker
You want to see how these people interact.
00:03:37
Speaker
Do they have eye contact?
00:03:38
Speaker
Hey, and the mistake I made this, I had a candidates.
00:03:42
Speaker
I thought she was going to be decent.
00:03:44
Speaker
She seems solid.
00:03:45
Speaker
We get to the end of it.
00:03:46
Speaker
And I say, you know what?
00:03:47
Speaker
You seem like you could be good at this.
00:03:49
Speaker
So I'm going to give you a shot.
00:03:50
Speaker
We're going to give you a position on our team.
00:03:53
Speaker
Be here this time.
00:03:54
Speaker
Let's do it.
00:03:55
Speaker
Well, the time where she was supposed to come start onboarding with us a week later, for me, was a couple of days.
00:04:01
Speaker
Yeah, that's another key.
00:04:02
Speaker
Don't don't have these people start like a year out.
00:04:05
Speaker
Try to get them starting as soon as possible.
00:04:07
Speaker
So maybe it was like, you know, the following week on the Monday, she reached out, said she couldn't make it.
00:04:13
Speaker
And then we're like, OK, come this next time.
00:04:16
Speaker
And we reached out, confirmed with her.
00:04:18
Speaker
She didn't respond.
00:04:20
Speaker
We haven't heard from her since.
00:04:21
Speaker
So the mistake I made is I offered her the job right on the spot.
00:04:26
Speaker
She didn't really have to work on it or work for it.
00:04:29
Speaker
And she was already being an offered up position.
00:04:32
Speaker
So keep in mind, if you are interviewing, if you are recruiting, our job is not to beg people to be on our team.
00:04:39
Speaker
just like we do takeaways and sales we need to make people work for this position they are privileged to have the opportunity to potentially be a part of our teams so make sure you are treating it as such and making these people work do not offer them the job on the spot make it seem like they got to work for it make it seem like you're going to get back to them just like any other job you think of if you try to work for google for facebook for anything else do you think
00:05:04
Speaker
They're going to offer someone a job on the spot.
00:05:06
Speaker
No way.
00:05:06
Speaker
They're going to make them
Effective Recruiting Processes
00:05:07
Speaker
work for it.
00:05:07
Speaker
They're going to build some intrigue.
00:05:09
Speaker
They're going to have to, the candidate is going to have to sell themselves as much as they can.
00:05:13
Speaker
Okay.
00:05:14
Speaker
So we need to do the same thing as recruiters in our companies.
00:05:18
Speaker
Someone that I follow for recruiting advice are Brandon and Alex Hall.
00:05:24
Speaker
They have their shut the fluff up business, which helps people recruit teams and, you know, build better systems around that.
00:05:31
Speaker
And something Brandon says that I didn't really think about is sales and recruiting are quite a bit different in a lot of ways.
00:05:39
Speaker
In sales, we're trying to build rapport.
00:05:41
Speaker
We're trying to prove we're credible.
00:05:43
Speaker
We're trying to build urgency.
00:05:44
Speaker
We're trying to win approval.
00:05:46
Speaker
We're pursuing.
00:05:47
Speaker
But in recruiting, in a lot of ways, it's the opposite.
00:05:49
Speaker
You got to be indifferent.
00:05:51
Speaker
And some of these, I think, apply to sales too, especially solar.
00:05:54
Speaker
People want what they can't have.
00:05:56
Speaker
So we got to be indifferent at times.
00:05:58
Speaker
We got to do takeaways.
00:05:59
Speaker
We know that in our solar sales too.
00:06:01
Speaker
But even more so, I think in recruiting, you got to be indifferent.
00:06:04
Speaker
Hey, are you trying to sell people on the job in your recruiting interviews?
00:06:07
Speaker
No, you got to be indifferent.
00:06:09
Speaker
You got to be skeptical.
00:06:10
Speaker
You got to be skeptical that this person even should be deserve a position on your team or should be considered for your team.
00:06:17
Speaker
Instead of urgent, you got to be patient, patient with people.
00:06:21
Speaker
And instead of winning approval, you need to award approval.
00:06:25
Speaker
Instead of pursuing, you need to attract.
00:06:27
Speaker
So these are key differences in your recruiting versus yourselves.
00:06:31
Speaker
But overall, just don't make the mistake that I made.
00:06:34
Speaker
Make sure you are making these people work for their jobs.
00:06:37
Speaker
make them go through multiple interviews.
00:06:38
Speaker
What I really like that we're doing over here in our system is we have our office girls, shout out to Shayla and Jackie, they're interviewing these candidates.
00:06:48
Speaker
And as I get organic recruits, I send them over to them.
00:06:51
Speaker
They do a first round interview.
00:06:53
Speaker
And then after they vet them, after they see that they have transportation, they have phones, they're not like just getting out of prison or
Live Recruiting Attempt
00:07:00
Speaker
whatever.
00:07:00
Speaker
Okay, they're not a
00:07:02
Speaker
in their jail cell right now then they send them to me for the second round interview and then after i do the second round interview i don't offer the job on the spot learn that the hard way i say okay we'll get back to you and then i text over shaley and jackie and say hey i think they should be good let's give them a shot and then they get a hold of them in the next couple days and officially offer them the position and start the onboarding
00:07:26
Speaker
Okay.
00:07:26
Speaker
And so I'm actively building the team.
00:07:28
Speaker
This is what's working for us.
00:07:30
Speaker
Hey, and just being blunt, I actually had one of our managers here in San Diego.
00:07:36
Speaker
It wasn't running a team.
00:07:37
Speaker
She just took a lot of her team.
00:07:39
Speaker
She's running off to Texas.
00:07:40
Speaker
Can't believe she wants to go to Texas over California.
00:07:44
Speaker
Come on.
00:07:44
Speaker
We all know California is the best market.
00:07:46
Speaker
No offense, you Texans.
00:07:47
Speaker
But she's running off to Texas and I'm left here with a very small team because some of the people are going with her.
00:07:54
Speaker
And so that's why I'm thinking recruiting more than anything right now.
00:07:58
Speaker
I need to get people on the team.
00:07:59
Speaker
And so the footage that I'm going to share with you here is a live recruiting attempt I made last weekend.
00:08:06
Speaker
Took my wife on a little date night to Cheesecake Factory, one of her favorite places.
00:08:11
Speaker
And I thought, OK, it's been a while since I tried to like recruit my waiter.
00:08:16
Speaker
Let's see what we can do here.
00:08:17
Speaker
So I made it a goal.
00:08:18
Speaker
I'm like, I'm not leaving Cheesecake Factory until I have a conversation to try and recruit somebody.
00:08:24
Speaker
So I recorded this attempt and shout out to Ciro.
00:08:28
Speaker
I've talked about Ciro before, but you can record not only your sales conversation, you can record your recruiting conversations.
00:08:36
Speaker
Okay, and this was my first time trying to have trying to recruit someone like at a restaurant in a long time.
00:08:43
Speaker
So you're probably gonna hear me butcher some things.
00:08:46
Speaker
You're gonna hear me stumble on some words.
00:08:47
Speaker
You're gonna hear that it doesn't sound super confident, but hey, I made an attempt.
00:08:52
Speaker
So let's break it down.
00:08:53
Speaker
Let's hear how it went.
00:08:54
Speaker
And then hopefully you can learn a thing or two from my mistakes, or maybe from a couple things I did good.
00:09:00
Speaker
So here it is.
00:09:05
Speaker
We actually have a lot of guys that work jobs like this.
00:09:08
Speaker
They're doing that before they came and did sales.
00:09:10
Speaker
It's cool.
00:09:11
Speaker
A lot of them are making insane money now.
00:09:14
Speaker
Funny, we actually had a couple of openings.
00:09:18
Speaker
I know you just kind of started doing this, but you ever opened up other job opportunities?
00:09:24
Speaker
Absolutely.
00:09:24
Speaker
I'm actually...
00:09:25
Speaker
Okay, so you hear my attempt.
00:09:27
Speaker
Again, I'm stumbling over my words a little bit.
00:09:29
Speaker
And just looking back at this, I think I'm selling a little too hard.
00:09:33
Speaker
I'm saying, hey, we have guys making insane money.
00:09:36
Speaker
But I think the key, I'm happy with it.
00:09:39
Speaker
I think you want to give them a compliment.
00:09:40
Speaker
So before this, before I started, I started out with, hey, man, you're good at what you do.
00:09:44
Speaker
How long you been doing this?
00:09:45
Speaker
Kind of struck up a conversation.
00:09:47
Speaker
We started talking.
00:09:48
Speaker
And so first three, four minutes before this, we're actually just shooting the breeze, talking about stuff.
00:09:54
Speaker
And then this was my transition.
00:09:56
Speaker
I said, hey, I'm doing some solar cells out here.
00:09:58
Speaker
We've got guys that are making insane money doing this, that we're doing what you're doing before.
00:10:03
Speaker
So I think that's a good way to go about it.
00:10:07
Speaker
Maybe you don't want to sound desperate like...
00:10:09
Speaker
you're pitching them.
00:10:10
Speaker
Okay.
00:10:10
Speaker
Because people hate it.
00:10:11
Speaker
How many times have we been approached in the mall by, by those pesky network marketers, those MLM type things.
00:10:18
Speaker
You don't want to sound like that.
00:10:19
Speaker
Okay.
00:10:20
Speaker
Um, so make it different.
00:10:22
Speaker
You don't want them to think first thing, Oh, I'm being pitched something.
00:10:25
Speaker
I'm being begged to, to come sell this weird thing that I have no idea about.
00:10:29
Speaker
Okay, and so you'll hear what happens next.
00:10:32
Speaker
He starts going through his, that he was interviewing for another sale job, which is cool.
00:10:38
Speaker
And yeah, you'll hear it.
00:10:41
Speaker
In the interview process right now with one for sales, it's this company called Newzella.
00:10:46
Speaker
They do online, it's for like school districts, like three through 12.
00:10:51
Speaker
So basically my job would be to make phone calls to schools and stuff like that.
00:10:55
Speaker
This job is pretty much just paying rent at this point, which is all I really need.
00:10:59
Speaker
yeah so i'm this is the only thing that i'm doing right now but i work like four or five days a week but if i can get that job i would cut down here for whatever whatever really just fits but yeah i mean definitely open especially if it doesn't work out with this one the thing with this one is it's a salary position and i know a lot of the solar a lot of the solar jobs are like and it's part of the reason why i didn't start doing it immediately when i got here yeah is they kind of were like yeah you'll
00:11:27
Speaker
You know, you'll start working, but you don't get paid salary, so you'll start earning money in a few months.
00:11:31
Speaker
And I'm just like, I can't wait for that.
00:11:33
Speaker
I need immediate money.
00:11:35
Speaker
And if I can get the salary job, then obviously that's something that's, you know, I had my third interview, and it was like a mock call.
00:11:42
Speaker
And I haven't heard back from them, but they sent me an email asking me for another interview.
00:11:46
Speaker
So I have a fourth one coming up.
Recruiting Strategy Insights
00:11:48
Speaker
Oh, wow.
00:11:48
Speaker
That's a lot.
00:11:50
Speaker
Yeah, and I'm like, hey, yeah, like I work 48 in the week too, so like we have to kind of go around now, but it shouldn't be too bad.
00:11:55
Speaker
But I mean, if you want to, if you have like a contact information, like I would like to.
00:11:59
Speaker
Are you on like Instagram or anything?
00:12:01
Speaker
Yeah.
00:12:01
Speaker
Or I'll add you on there.
00:12:02
Speaker
But yeah, I mean, they got a few openings.
00:12:04
Speaker
I was going to like promise you a job, but if I could get you like interviewed, do you think you'd like do something like that?
00:12:09
Speaker
Absolutely.
00:12:10
Speaker
Okay.
00:12:11
Speaker
Oh, man.
00:12:11
Speaker
What was your name?
00:12:12
Speaker
Okay.
00:12:13
Speaker
So I'm cutting off from his name.
00:12:15
Speaker
Don't be stealing my recruit, people.
00:12:16
Speaker
You animals.
00:12:17
Speaker
But no, so this guy, he was cool.
00:12:19
Speaker
He was a good waiter and he seemed like a guy that could have talent.
00:12:22
Speaker
So that's the thing.
00:12:23
Speaker
You got to be out there, always be recruiting, just like you're always selling.
00:12:28
Speaker
Hey, and if you recruit where you are, you're never going to have to go anywhere to recruit.
00:12:32
Speaker
Hey, just make it a point to look for people.
00:12:34
Speaker
If you have good service at a restaurant, that could be a recruit.
00:12:38
Speaker
You know, the last episode we talked with a guy who's super good at this, John Soriano.
00:12:43
Speaker
And John, he told me that he has grown his entire region.
00:12:47
Speaker
All off of organic recruits.
00:12:49
Speaker
He's recruited managers from within his team.
00:12:53
Speaker
He's not pulling people from other companies.
00:12:55
Speaker
So I think that's a really great way to grow.
00:12:57
Speaker
The only way you can do that, though, is if you're always recruiting, if you're getting people at restaurants like this, if you're looking for talent.
00:13:04
Speaker
Todd Peterson, the guy who started Divint, like he was one of the best recruiters ever.
00:13:09
Speaker
I've heard stories from some of these alarm guys that Todd was just always looking for the greatest talent.
00:13:14
Speaker
I've heard him speak to and that's what he does.
00:13:17
Speaker
He looks for the greatest talent and he goes after them as hard as he can.
00:13:21
Speaker
So let that be a lesson to you.
00:13:23
Speaker
Always be recruiting.
00:13:24
Speaker
Hope you took something away from the end of that.
00:13:27
Speaker
So you heard my little takeaway at the end, like, hey, couldn't promise you a job, but if I could get you an interview, would you at least come?
00:13:33
Speaker
Would you check it out?
00:13:34
Speaker
Okay, so you're doing your little takeaway.
00:13:36
Speaker
Same thing as in sales.
00:13:38
Speaker
You're taking it away.
00:13:39
Speaker
You're not begging them to be part of the team, but you're saying, hey, I think you could be good at this.
00:13:44
Speaker
We do have a few openings that just came up.
00:13:46
Speaker
If I could get you an interview, you would at least come.
00:13:49
Speaker
Would you at least come?
00:13:50
Speaker
Cool.
00:13:51
Speaker
And the other key thing that I've learned over time is instead of getting their phone number, their contact info, just go grab their Instagram, grab their social media.
00:13:59
Speaker
Because what is it going to do?
00:14:00
Speaker
Your social media is your business card.
00:14:02
Speaker
They're going to go on you.
00:14:03
Speaker
You're going to follow them.
00:14:04
Speaker
They're going to follow you back.
00:14:05
Speaker
They're going to see what's this guy about?
00:14:07
Speaker
What's this girl about?
00:14:08
Speaker
Oh, cool.
00:14:09
Speaker
She's knocking on doors.
00:14:10
Speaker
She's making calls.
00:14:11
Speaker
She's putting these solar panels up on the roof.
00:14:14
Speaker
They got a great team.
00:14:15
Speaker
So make sure your social media also reflects whatever it is you're trying to bring people into.
00:14:19
Speaker
If they go on your social media, it's just pure cat videos, which is pure monkeys jumping around, funny stuff that might make them chuckle.
00:14:28
Speaker
But are they going to join your team?
00:14:29
Speaker
Probably not if you have pure cat videos.
00:14:31
Speaker
So make sure you get your social media on par with what you want to be reflected with how you want people to perceive you.
00:14:39
Speaker
And that's what's going to attract them on your team.
00:14:41
Speaker
Give them the Instagram.
00:14:43
Speaker
And what happened with this?
00:14:44
Speaker
Just a spoiler.
00:14:45
Speaker
This guy, he reached out to me the next week.
00:14:47
Speaker
I don't even have to reach out to him.
00:14:49
Speaker
He reached out to me.
00:14:50
Speaker
He said, hey, Taylor, can I still get some info on being part of your team?
00:14:53
Speaker
What do I need to do?
00:14:54
Speaker
That's how you know that this guy actually wants it.
00:14:57
Speaker
That's how you know that I was not desperate.
00:14:59
Speaker
Hey, I got a lot of room to improve.
00:15:01
Speaker
I stumbled on my words.
00:15:02
Speaker
I didn't sound super confident, but hey, you got to start somewhere.
00:15:06
Speaker
So try recording yourself, not only in yourselves, but also in your recruiting opportunities.
00:15:12
Speaker
Would love to hear some.
00:15:13
Speaker
Shoot me it if you want to be featured potentially on the show.
00:15:15
Speaker
It's another thing I'd love to start doing more of is reviewing recruiting approaches.
00:15:20
Speaker
Okay, I'm not a master at it, but hopefully we can all learn together.
00:15:23
Speaker
So shoot this to someone who needs some help recruiting.
00:15:27
Speaker
Or if you recently started Solar, remember, it's never too early or too late to start recruiting.
00:15:33
Speaker
You always want to be building your influence.
00:15:35
Speaker
And what I found is the more people I can help, the better I learn it myself.
00:15:40
Speaker
So as you recruit people on your team, as you help others, it's only going to help you and your personal selves.
00:15:46
Speaker
Hope that helps.
00:15:46
Speaker
We'll see you guys on the next one.
00:15:48
Speaker
Keep crushing it out there.
00:15:49
Speaker
Grow your teams and go sell some solar panels.
00:15:52
Speaker
Peace out.
00:15:53
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:16:00
Speaker
Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
00:16:05
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
00:16:11
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:16:19
Speaker
So at now we have six bucks for this month.
00:16:21
Speaker
So book a call now.
00:16:23
Speaker
Don't miss out.
00:16:24
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:16:29
Speaker
That's taylor at solarpreneurs with an S dot com.
00:16:33
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:16:38
Speaker
So shoot that email and let's increase your sales.